Executive Search
Case Study:

Type: retained executive search
Title: Chief Sales Officer CSO
Role: sales, marketing, growth strategy
Location: Minneapolis / Milwaukee based
Client: privately-owned software company
Collaboration: CEO and PE Principal / Advisor
Completed by: Deare MN executive search team

Company Profile
Privately-held corporation with a specialized suite of enterprise manufacturing software applications. Based in Milwaukee, WI with offices located nationally, including Minneapolis, MN.

World-class engineering of the software products has resulted in a suite of applications that are now heralded by highly regulated manufacturers. Having landed some of the world’s largest manufacturing companies as satisfied customers, the CEO has decided to hire an experienced software industry sales executive to expand the customer base nationally, then globally.

Key Selection Criteria
– Strong preference for an executive with C-level or senior (sales relevant) executive experience in a scaling software company
– 15+ years of combined experience in developing a national sales organization(s) at the front edge of strategic rollouts or national expansion campaigns
– C-Suite-ready skills sets including vision, strategy, planning, et al
– Media-ready presence
– Manufacturing-targeted marketing and technical communications proficiencies required
– MBA required

Challenge
Implementation and full-scale adoption of the suite of applications by Tier 1 manufacturing environments has clarified the business case for the software, and signaled the immediate need for aggressive market share capture. The sales organization, however, is lean, disparate, and working without a programmatic tether.

Solution
Deare was contacted by a private equity principal providing business advisory. A meeting with the CEO was arranged. Details related to product viability, business objectives, geography, initiatives, scale and timing were shared. Required business outcomes and role requirements were defined.

Client requested that Deare synthesize the business organizational and strategic objectives, create a position spec, and make preparations to launch the search as soon as possible. Agreement was reached quickly to pursue a CSO-caliber software sales executive. The search initiated less than two weeks from the initial CEO meeting.

Result
The combination of educational background, manufacturing experience, technology acumen, executive leadership in a high-growth context, sales / marketing expertise, and passion for the specific software applications involved made one prospective candidate stand out as an early favorite.

The oft-used expression: “… hit the ground running…” is the best way to briefly describe the remarkable and timely impact the new CSO brought to this extraordinary software company.